EMEA Sales Executive, Maritime Domain at Spire
Spire is a satellite powered data company that owns and operates an extensive Nano-satellite network. We sell data products collected by our constellation. We’ve launched over 60 satellites in 4 years, received more than a billion data points about ships in the ocean, signed the first commercial weather data contract in US government history, and built a team that spans 5 offices in 3 countries. In 2017 Spire was selected as one of Forbes 2017 - Next Billion Dollar Companies. We interact with our colleagues around the world on a daily basis, think globally, and measure our products in terms of how many people they positively impact.

This role is focused on Spire’s maritime data product (Spire Sense). We sell Maritime Domain Awareness data to a broad range of customers including:

Information services providers – (Logistics, Maritime applications ISVs)
Financial Services – Hedge Funds/commodity traders
Insurance providers
Governments (the EMEA governments)
Ship owners and management companies/shipping alliances
VARS and resellers targeting maritime

We are looking to add a seasoned sales hunter to drive sales activity in our EMEA region under our VP of Sales and as part of a global sales team. It requires an autonomous self-starter who can also collaborate daily with marketing and product and build connections across the whole Spire organization. Client conversations could range from a Fortune 500 product manager, resellers to a start-up CEO to a Naval Commander of a European American country. Our Spire Sense product is constantly evolving, and so while our sales team must adhere rigorously to the sales process, tracking, and goals, executives must also be comfortable with ongoing product improvement roll-outs that are more typical of the enterprise software industry than the satellite industry.

Responsibilities of your role:

Own all Spire Sense and wider Maritime Domain Awareness sales in your assigned accounts/geography, with the associated revenue targets and commission structure.
Present a thorough territory plan within first 90 days.
Coupled with an SDR, strategically grow the customer base through prospecting and cold calling potential customers, leveraging a repeatable sales process to drive to closure. Be adept at selling to both commercial organizations and governments across a range of industry verticals.
Identify and sign VARs and resellers to increase geographic and market vertical coverage and work with partners to extend reach and drive adoption.
Exceed activity, pipeline and revenue targets and lead contract negotiations.
Manage accurate and complete information in selected CRM database including activity, closing, project forecast, close ratios and market intelligence.
Maintain in-depth knowledge of complete line of products/services and customers business issues and needs.
Collaborate with internal stakeholders regarding existing and new clients to identify and resolve client concerns; establish and maintain current and potential client relationships.
Communicate product and service opportunities, information or feedback gathered through client activity to appropriate internal resources, including relevant business issues and industry information for utilization in development of market specific action plans and sales strategy.
Participate in marketing events, trade shows and Company events.
Approximately 30% travel

Qualifications / Experience:

7+ years of quota exceeding Sales experience working for a technology vendor selling Enterprise solutions (data, Cloud, software, SaaS).
Some combination of working at both established and early-stage companies.
A track record of developing a greenfield territory, adding net new logos.
Hunter mentality with solid Sales DNA and demonstrated success utilizing a well-defined, repeatable selling framework.
Identify use cases and value propositions across a broad range of verticals.
Excellent business acumen, communication skills and presence.
Ability to work cross-culturally/cross-functionally.
You bring the level of entrepreneurship, creativity, commitment, time, patience, and humour it takes to work with an evolving and growing organization.
Maritime domain experience not required but a plus.
BS/BA degree strongly preferred